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Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

Lead Generation: Digital Strategies to Create New Sales Opportunities. Lead generation is simply the creation of sales opportunities. Although lead generation is most often associated with acquiring net new customers, it can include developing opportunities within existing accounts in new divisions or work teams. Why Invest in Lead Generation? Tips for Success.

Top 5 Reasons to use Segmentation

Acquiring Minds

responder to a marketing program is not always a good thing.   It costs organizations to qualify and sell to prospects who  respond.   By only inviting those prospects with a high potential to convert, a marketer can generate higher quality leads in lower numbers, reducing the cost of sale. There are now more reasons than ever to invest in segmentation. Lower List & Media Costs.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

The response rate is weak: the number of  inbound responders or MQLs (marketing qualified leads) is lower than average and the outbound telesales team is spending more time trying to generate SQLs (sales qualified leads) from MQLs and from their own outbound efforts. B2B marketing buyer behavior lead generation lead management market segmentation Something has gone awry.

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Savvy Buying of B2B Data

Acquiring Minds

What steps would you recommend a client take to appending data ?     What are the leading B2B suppliers in this area? Tags: B2B marketing database marketing lead generation Bernice Grossman D&B InfoGroup Jigsaw NetProspex Ruth P. An Interview with Ruth P. Stevens and Bernice Grossman. I am pleased to welcome Ruth P.  How has the buying of data by B2B organizations changed ?

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Colloborative Selling in the Channel

Acquiring Minds

Once qualified, the tech vendor will pass the leads to partners for engagement.   For example, one fast-growing $1 billion tech vendor avoids funding partner outbound calling but rather centralizes all outbound prospecting within their call center.   billion tech organization calls against lists shared by partners and only passes leads to partners once qualified. Another $1.5

The Risky Business of Exclusive Reselling

Acquiring Minds

Note: Direct Impact Marketing is a reseller (VAR) of lead generation solutions and is currently evaluating marketing automation solutions. Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. VARs are led by entrepreneurs with a high tolerance for risk. Is a VAR who is exclusive with a vendor exposed to excessive business risk?

Comparing B2B Online Data Sources - New Research

Acquiring Minds

My organization, Direct Impact Marketing , maintains a strict privacy policy: no lists are shared between clients, so we often rent lists and then conduct lead generation programs. Ask your data provider to stop using the term 'sales leads' - A data provider is in the business of selling suspect records, accounts or contacts but not leads. For a data provider to refer to the data as 'sales leads' is mis-using a key B2B term and over promising on their product. sales-ready, qualified lead is very different than an unqualified name on a list. branches).

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. B2B marketing channel lead generation sales B2B lead generation Channel Marketing So why do so? Photo Credit.

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. B2B marketing channel lead generation sales B2B lead generation Channel MarketingSo why do so? Photo Credit.

Messaging Maximus for Lead Generation

Acquiring Minds

Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value. Try testing different messages and see which brings the best results for your lead generation. Tags: buyer behavior demand generation lead generation messaging outbound marketing trigger marketing Related Posts.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. B2B marketing channel lead generation sales B2B lead generation Channel Marketing So why do so? Photo Credit.

Collaborative Selling in the Channel

Acquiring Minds

Once qualified, the tech vendor will pass the leads to partners for engagement.   For example, one fast-growing $1 billion tech vendor avoids funding partner outbound calling but rather centralizes all outbound prospecting within their call center.   billion tech organization calls against lists shared by partners and only passes leads to partners once qualified. Another $1.5

Collaborative Selling in the Channel

Acquiring Minds

Once qualified, the tech vendor will pass the leads to partners for engagement.   For example, one fast-growing $1 billion tech vendor avoids funding partner outbound calling but rather centralizes all outbound prospecting within their call center.   billion tech organization calls against lists shared by partners and only passes leads to partners once qualified. Another $1.5

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

In targeting the vast SMB market through lead generation, the challenge for telesales is to break into large numbers of accounts without the luxury of referrals or deep account insight. In contrast, my suggested approach digs deeper but still allows you to work on a shoestring lead generation budget. Tags: lead generation buyer centricity telesales So what to do?

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B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

The Moment of Truth for Sales

Acquiring Minds

The adoption of enabling technology, higher percentage of leads being generated by marketing, and anticipated growth in telesales teams this year all suggest this is going to be an increasingly important segment of companies’ overall revenue mix. The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. SaaS, hosted solutions).

10 Signs that Sales & Marketing are Mis-Aligned

Acquiring Minds

Office Fight by trawin Poor quality leads and a broken lead process are warning signs that sales and marketing are not aligned. As a provider of lead generation services, we are afforded a unique position at the intersection point between sales and marketing to observe many of these 'canaries'. Rental Lists as Leads. What would you add to the list?

Marketing on the Outbound

Acquiring Minds

Outbound marketing or lead generation is used to directly contact 'cold' prospects through tactics such as direct mail, email, events and teleprospecting. This insight gained is a bonus spin off from the core goal of generating qualified leads. Tags: lead generation database marketing inbound marketing outbound marketing ROMI This skews the results of the profiling.

Sales Leads vs. Appointments?

Acquiring Minds

Which to consider: lead generation or appointment setting? Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. In other words, with Lead Generation you only get appointments with accounts that are pre-qualified when the appointment is being set according to a robust list of qualification questions. For these reasons, most B2B organizations are focused on generating more quality leads and less quantity. Lead Generation = L.G.,

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Use Outbound Marketing to target these 5 Buyer Types

Acquiring Minds

Tags: lead generation social media inbound marketing outbound marketing

An Identity Crisis for the Sales Lead

Acquiring Minds

Do you find it startling that many sales and marketing teams still cannot agree on the definition of a sales lead? Tags: Uncategorized lead generation lead nurture sales and marketing alignment sales leads The irony of course, is that the deliverable for sales is crystal clear – the sale. The contract is signed and the PO received. The heavy lifting from sales is finished and that of accounts [.].

Should marketing be compensated like sales?

Acquiring Minds

But Joe, shouldn't marketing be compensated based on sales qualified leads (SQLs) or sales accepted leads (SALs)? Joe's concern is that marketing is savvy and can game the system by persuading sales to accept leads. But how can marketing influence the sale after the lead has been passed? Once a lead is passed to sales, marketing loses control of the lead.

Lead Nurture through Social Networks

Acquiring Minds

The topic of social networks arose in an unexpected scenario: Mark Wilson advocates using social networks for lead nurture. This comment was unusual in the context of a sales conference and in that Sybase has traditionally used a marketing automation tool to nurture leads that are not yet sales-ready. Tags: lead nurture social networks Today is the second day of the Sales 2.0 Conference in San Francisco. On Day One, Mark Wilson, VP Marketing, Sybase presented a unique perspective on social networks. Mark favors neutral or third-party networks vs. Sybase sponsored networks.

Lead Generation Takes Precedence in the Downturn

Acquiring Minds

Brand vs. Lead Generation - The IDC survey indicates that B2B marketers have ranked demand generation significantly higher than awareness building for marketing initiatives. IDC forecasts deep to moderate cuts in branding, big tent events, marketing strategy and product marketing but moderate increases in lead management and qualification and sales enablement. Sales investment in Lead Qualification and Demand Generation will increase by 20%+ in 2009. Tags: lead generation online media tech spend demand generation

The Evolution of Email for Lead Generation

Acquiring Minds

According to our recent survey of B2B marketers, email is widely used for lead generation: 86% of responders deploy email for lead generation. Lead Generation Suites and CRM systems are often used for email marketing - its significant to note that a lead generation suite such as Eloqua leads this segment, even though email marketing is just one of its functions. Salesforce.com , a CRM tool and other lead generation suites such as Vtrenz , Aprimo and Marketo also crack the top 20 list. Source: Directory of Lead Generation Tools 2008. media

Lead Generation through Social Media?

Acquiring Minds

The premise of this blog, Acquiring Minds , is that social media, as with other online media, provide B2B marketers with a stellar opportunity to generate qualified leads and to impact ROI. It almost seems heretical to sabotage social media by attempting to generate leads. tools for lead generation. Lead generation through social media will provide you with that ammunition. Tell me - how are you using social media for lead generation? new media lead generation B2B lead generation social media Andrew McAfee Web 2.0 But wait one minute!

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Bizzuka interviews Robert Lesser on Lead Generation on BlogTalkRadio

Acquiring Minds

Have a listen to this podcast on BlogTalkRadio and hear my perspective on best practices and tools for lead generation, as exemplified by our recent research on LeadGenTools. Tags: podcasts B2B lead generation Paul Chaney , blogger and Internet Marketing Director from Bizzuka read our report on LeadGen Tools and asked me to appear on Bizzuka's internet radio show. John Muncell , CEO and Co-Founder of Bizzuka held a wide-ranging discussion with me for an hour.

Insights on the Outbound Renaissance

Acquiring Minds

Tags: demand generation lead generation outbound marketing Ariba B2B lead generation ConnectAndSell InsideView LivePerson telesales TriNet webinars

Outbound Demand Generation is Dead (Darwin says no)

Acquiring Minds

Tags: demand generation inbound marketing lead generation outbound marketing B2B lead generation

The Outbound Renaissance live webinar goes awry

Acquiring Minds

Tags: demand generation email lead generation outbound marketing webinars InsideView Renaissance Umberto Milletti

New B2B Research on Lead Generation through Web 2.0 Media

Acquiring Minds

Today we released the results from our latest research on B2B lead generation. The goal of our survey of close to 250 B2B marketers was to address two pivotal and practical questions specific to lead generation: What online marketing tools are B2B marketers using for lead generation How are online inquiries converted into offline, sales-ready leads? We asked the B2B marketers if a select number of online media tools were being deployed in lead generation programs. tools are not as popular for lead generation as Web 1.0 These tools are primarily Web 1.0

I’m a customer, not a prospect

Acquiring Minds

Tags: email lead generation outbound marketing Adam Needles

Sales on the Outbound

Acquiring Minds

This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. Tags: inbound marketing inside sales sales lead generation marketing outbound marketing In my first post, I described five buyer types that are best reached through outbound sales and marketing. Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a robust database. With [.].